It’s Always Time to Upgrade Your Selling
June 7, 2016
In selling it’s always time to change or upgrade what you are doing. The old adage of “if it ain’t broke, don’t fix it,” generally doesn’t apply after a year or so, if a new product is released by a competitor or if the market changes and the buyers requirements change. Sales is an evolutionary process. Just like any other professional, a good salesperson is continually learning and updating his or her skills. In order to do the best job for your prospect you’ll need to ask the right questions. Some should be routine, and others more personal. Respect the fact that they may decline to answer the personal ones. However, most prospects are usually more co-operative if you let them know that whatever they tell you will remain confidential, even if you write down each answer. The secret to a good questioning technique is good communication.